The posting
Position Overview
We are seeking an experienced Commercial Manager with strong expertise in the shipping, maritime, and mining sectors to lead commercial activities, maximize vessel and asset utilization, develop business opportunities, and strengthen relationships with customers, charterers, cargo owners, and strategic business partners.
Key Responsibilities
Commercial Strategy & Business Development
- Develop and execute commercial strategies for the company's shipping and mining-related business.
- Identify and pursue new business opportunities with mining companies, coal producers, traders, cargo owners, charterers, and logistics partners.
- Develop long-term commercial relationships with key customers and strategic partners.
- Conduct market mapping and identify opportunities across the shipping and mining supply chain.
- Monitor market trends, freight rates, commodity movements, vessel supply/demand, and competitor activities.
- Develop commercial proposals and business cases for new opportunities.
- Support management in developing and executing the company's commercial growth strategy.
Shipping & Chartering
- Manage commercial activities related to vessel employment, including chartering, freight contracts, voyage opportunities, and vessel utilization.
- Identify suitable cargo and vessel opportunities to maximize fleet utilization and profitability.
- Negotiate charter party, freight, transportation, and commercial agreements with customers and business partners.
- Evaluate voyage economics, freight rates, port costs, bunker costs, demurrage, and other voyage-related expenses.
- Monitor vessel performance and commercial profitability.
- Coordinate closely with Operations, Technical, Finance, and Legal teams to ensure smooth execution of commercial contracts.
- Evaluate opportunities involving tug & barge, bulk carrier, and other relevant vessel types.
Mining & Coal Logistics
- Develop commercial opportunities related to coal and mineral transportation.
- Build relationships with mining companies, mine owners, traders, contractors, and end users.
- Understand mining production schedules, stockpile requirements, loading points, hauling arrangements, and port/jetty requirements.
- Develop integrated transportation solutions connecting mine sites, barging operations, transshipment points, ports, and end customers.
- Analyze cargo volume forecasts and align vessel/barge capacity with customer requirements.
- Identify opportunities to improve logistics efficiency and reduce transportation costs.
Contract & Commercial Management
- Lead negotiation and execution of commercial contracts with customers, charterers, cargo owners, and business partners.
- Review commercial terms, pricing structures, payment terms, liabilities, penalties, and other contractual provisions.
- Monitor contract performance and ensure commercial obligations are fulfilled.
- Identify and manage commercial risks associated with contracts and business transactions.
- Work with Legal and Finance teams on contract review, credit risk, payment terms, and dispute resolution.
- Manage commercial claims, including demurrage, detention, off-hire, cargo claims, and other contractual matters where applicable.
Revenue & Profitability Management
- Develop pricing and commercial models to maximize profitability.
- Prepare P&L and voyage profitability analysis for potential contracts and business opportunities.
- Evaluate vessel utilization and identify opportunities to improve revenue generation.
- Monitor actual commercial performance against budget and forecast.
- Identify cost-saving and revenue-enhancement opportunities.
- Provide regular commercial performance reports and recommendations to senior management.
Customer & Stakeholder Management
- Develop and maintain strong relationships with key customers and strategic accounts.
- Act as the primary commercial contact for major customers and business partners.
- Understand customer requirements and translate them into commercially viable solutions.
- Handle commercial negotiations, complaints, and escalations.
- Maintain strong relationships with mining companies, coal traders, charterers, ship owners, brokers, ports, and logistics providers.
Market Intelligence
- Monitor freight markets, coal prices, vessel supply and demand, chartering trends, and mining logistics developments.
- Conduct competitor and market analysis to identify commercial opportunities and threats.
- Provide management with regular market intelligence and recommendations.
- Develop commercial forecasts based on market and customer demand.
Requirements
- Bachelor's degree in Business, Maritime Studies, Shipping, Logistics, Management, Economics, or a related field.
- Minimum 7–10 years of experience in commercial, chartering, business development, shipping, mining logistics, or related industries.
- Strong track record in shipping commercial management and business development.
- Strong understanding of chartering, vessel operations, freight contracts, and maritime commercial practices.
- Experience working with coal/mining logistics is highly preferred.
- Experience with tug & barge, bulk carrier, or coal transportation will be an advantage.
- Proven experience negotiating commercial agreements and managing key accounts.
- Strong understanding of vessel economics, voyage calculations, and commercial profitability.
- Strong network within the shipping, mining, coal trading, and logistics industries.
- Excellent negotiation, communication, presentation, and relationship-management skills.
- Strong analytical and financial acumen.
- Good command of English and Bahasa Indonesia, both written and spoken.
- Willing to travel to vessel, port, mining, and customer locations when required.
